Vice President of Sales and Marketing
Company: Inn Keeper Hospitality Services
Location: Saint Louis
Posted on: January 25, 2023
Job Description:
Job Details
Level: Senior
Job Location: Innkeeper Hospitality Services (IHS) - Saint Louis,
MO
Position Type: Full Time
Education Level: 4 Year Degree
Salary Range: $100,000.00 Salary/year
Travel Percentage: Up to 50%
Job Category: Sales
Regional Sales & Marketing DirectorJOB SUMMARY
The Vice President (VP) of Sales leads the sales strategy for all
properties. This leader will align all corporate and leisure direct
sales channels and strategies with the broader integrated sales
plan This role is a key member of the Innkeeper Hospitality
Services leadership team; they are responsible for driving top line
revenue and ensuring the broader IHS properties are executing on
the corporate and leisure strategy. This role leads corporate &
leisure industry and customer advocacy. This position closely
partners with the related Marriott Brand teams to ensure the
execution of the overall brand strategy. In addition, this role
serves as a corporate & leisure resource and partner with all
property teams and various other disciplines within Marriott and
IHS. This position reports to the CEO. Travel 25% - 50%.
CANDIDATE PROFILE
Education and Experience Required
- 10+ years of relevant professional experience in corporate and
leisure sales with the most recent experience in corporate sales,
demonstrating progressive career growth and a pattern of
exceptional performance.
- Previous experience as a member of a senior executive /
regional team and assignments in both line and staff sales
roles.
- Experience leading and managing large-scale, initiatives and
managing associated change.
- Proven track record of leading a large corporate and leisure
sales organization.
- Demonstrated ability to translate brand strategies and
positioning into actionable sales activities that compel corporate
& leisure buyers driving purchase behaviors.
- Past experience leading B2B marketing approaches in the luxury
category.
- Lodging industry experience in the luxury/premium segment.
Education and Experience Preferred:
- Marriott experience a must
- 4-year degree from an accredited college or university
- Graduate degree, e.g., MBA or related degree
- Exposure to operations and work experience globally
CORE WORK ACTIVITIES
- Provides leadership to the corporate & leisure segments by
ensuring that priorities are aligned with the brand and discipline
goals.
- Protects and strengthens the portfolio competitive advantage
within the luxury/premium segment by advocating for customer needs
and preferences and supporting sound business decision-making for
the hotels.
- Represents the sales team in owner and property meetings,
providing insight on strategy and performance.
- Supports goal setting processes, accountable for the validity
of incentives, deployment, and management of allocated marketing
funds in collaboration with Finance and Consumer Operation leaders
within defined segment.
- Provides guidance and coaching to their team to support
continued leadership development; provide appropriate counsel for
addressing difficult customer, brand, business, and/or employee
situations within defined segment.
- Builds and maintains relationships with Directors of Sales,
Vice Presidents, General Managers, and other internal stakeholders
to ensure their needs are understood and appropriate sales
strategies are in place.
- Builds effective relationships with all internal and external
stakeholders. Provides decision-making approach that balances the
needs of the various stakeholder groups and promotes the long-term
viability of IHS's portfolio of luxury/premium brands and all other
brands for the leisure segment.
- Leverages a governance framework and analytic/reporting
mechanisms available to effectively manage and track business
performance.
- Champions excellence in business ethics and integrity, social
responsibility, cross-cultural effectiveness, and employee
engagement.
- Serves as a chief B2B customer advocate. Coordinates premium &
leisure customer event strategy for the luxury/premium segments in
all revenue streams (leisure, business travel, meetings and events,
etc.).
- Provides oversight to the input and execution of corporate &
leisure initiatives. Establishes strong partnerships between field
and corporate by maintaining a productive dialogue and exchange of
ideas.
- Provides subject matter expertise on the corporate & leisure
segments to define strategic direction and champions change
efforts.
- Leverages methodologies, technical expertise, and business
knowledge across the corporate & leisure segment.
- Collaborates with cross-discipline resources (market,
corporate) to ensure pull-through and sustainment of the corporate
& leisure segment strategies and selling solutions. Emphasis on
Distribution alignment to drive strategy of these key
areas.
- Provides oversight and direction in data interpretation and
analyses relevant to driving growth in the corporate & leisure
segments including trends.
- Participates and provides strategic insight into negotiations
relevant to the corporate & leisure segments.
- Achieves and exceeds all goals including performance, budget,
team goals, etc. within defined segment.
- Represents IHS at customer events, trade shows, customer
advisory boards and forums, and industry promotions related to the
corporate & leisure segments to continue building strong executive-
level relationships.
- Partners with Directors of Sales to manage and oversee senior
level relationships with Marriott International's largest global
luxury & leisure segments, geographically located around the world,
to optimize account penetration and share.
- Develops innovative cross-functional solutions to win in the
corporate & leisure space.
Managing Revenue Goals
- Supports leaders in executing sales activities to maximize
performance. Ensures corporate & leisure sales teams are leveraged
to drive improvement year over year.
- Ensures segment strategies are in alignment with strategic
priorities and goals. Oversees efforts to implement corporate &
leisure segment strategies and promote accountability to achieve
desired business results.
- Manages budget to ensure funds are being used to address
strategic priorities, including effective management of wage and
benefit costs. Ensures funds are being used to support key company
priorities.
- Monitors and reviews reports and financial statements to
determine performance against budget and forecast.
Ensuring and Providing Exceptional Customer Service
- Develops concentrated expertise in customer needs and
opportunities. Monitors current and anticipates future customer
needs, goals, and attitudes (including competitor activity) to
guide targeted product and service solution development. Clearly
understands the competitive landscape and sets strategy to
capitalize on strengths and counter competitive threats.
- Translates customer and account needs into a range of support
products and services that maximize returns; is accountable for
liaising with cross-discipline groups to develop segment sales and
service propositions and segment offerings that are both
off-the-shelf and customized.
- Delivers superior level of customer service throughout the
customer experience and encourages the same from other
employees.
- Acquires, tracks, and reviews customer feedback and ensures
business strategies address and incorporate the feedback to
continually improve customer satisfaction results within the
corporate & leisure segments.
MANAGEMENT COMPETENCIES
Customer Relationships
- Coaches' others on creating innovative service strategies to
maximize business results.
- Maintains strong working relationships with company, region,
brand, and industry contacts, as well as with highvalue
customers/stakeholders.
- Models and holds others accountable for representing the
company in key community forums.
- Manages relationships by balancing the interests of the
company, regions, brand, and ownership.
- Resolves escalated customer/stakeholder issues.
Global Mindset
- Coaches' direct reports and holds them accountable for ensuring
that an environment where everyone is valued and included is
integrated into all business processes.
- Champions and holds direct reports accountable for promoting
the company culture of service, opportunity, respect, and fair
treatment.
- Ensures processes are in place to address any fairness
issues.
- Holds direct reports accountable for attracting, developing,
and retaining diverse executive talent.
- Builds strategies and diverse partnerships across the company,
brand, and discipline to drive innovation and engagement.
Strategic Partnerships
- Builds and uses strategic partnerships to achieve
goals.
- Coaches and holds others accountable for building strong
working relationships.
- Coaches and holds others accountable for developing an open,
trusting, and supportive work environment.
- Facilitates cooperation among the regions, corporate, and
discipline leadership.
Generating Talent and Organizational Capability
Developing Others
- Models and holds direct reports accountable for developing
others.
- Contributes to the development of potential future senior
leaders.
- Systematically leads talent reviews and ensures succession
plans are in place for key leadership positions.
- Makes effective executive hiring decisions at the most senior
levels of the organization.
- Facilitates successful onboarding of new executive hires.
Organizational Capability
- Ensures organizational structures, systems, and processes
support business performance and innovation.
- Builds a highperforming senior team with clear leadership
accountabilities.
- Holds leaders accountable for building teams with the
appropriate mix of talent and skills to drive innovation and
performance.
- Models and holds direct reports accountable for using meetings
and other forums to regularly communicate.
Leadership
Communication and Professional Demeanor
- Effectively and articulately communicates strategies, goals,
and business priorities to key stakeholders.
- Communicates with key stakeholders in a clear, concise, and
timely manner.
- Presents information to others in a convincing and engaging
way.
- Actively listens to and manages opposing viewpoints to build
consensus and support for a solution, point of view, or course of
action.
- Effectively represents the company, brand, and discipline to
media and other public audiences.
Leading Through Vision and Values
- Models, coaches, and holds others accountable for leading
ethically and with a high degree of integrity.
- Promotes the Company's vision and values and holds others
accountable for incorporating these into strategies and
programs.
Problem Solving and Decision Making
- Models and holds others accountable for contributing datadriven
suggestions, identifying strategic opportunities, and playing an
active role in problem solving.
- Evaluates how alternatives may impact company outcomes,
customers, and stakeholders.
- Determines when to involve key stakeholders to gain alignment
before making decisions impacting the company, brand, regions, or
discipline.
- Makes key decisions, develops strategies, and advises others on
implementing solutions in a reasonable amount of time.
Strategy Development
- Sets company, brand, and regional strategies, and holds others
accountable for applying these to discipline and program strategies
initiatives.
- Uses data to thoroughly evaluate opportunities and coaches'
others on focusing on those with the strongest business
impact.
- Develops global strategies that maximize competitive advantage,
customer/stakeholder satisfaction, and profitability.
- Communicates strategies and business cases to influence senior
stakeholders and manage their expectations.
Learning and Applying Professional Expertise
Business Acumen
- Uses economic, financial, industry, and customer data to
identify strategic business opportunities.
- Defines company, brand, discipline, and program standards and
uses key business metrics to evaluate performance.
- Ensures company, brand, and discipline operations deliver
financial results in line with budget expectations.
- Prioritizes expenditure needs to ensure the most impactful
investments are made.
- Ensures that company resources are used effectively.
Continuous Learning
- Sponsors a learning strategy for the company, brand,
discipline, and team and ensures implementation.
- Holds others accountable for creating a positive learning
environment for their teams.
- Models and holds others accountable for evaluating own and
others' strengths and developmental needs.
- Ensures processes are in place to facilitate stretch
assignments and professional development.
Strategy Knowledge
- Shows and coaches others to develop a strong understanding of
the operating principles, resource needs, terminology, and
interdependence of all relevant business functions to inform
company strategy and enterprisewide platforms.
- Ensures compliance with contractual, legal, and regulatory
requirements.
Managing Execution
- Building a Successful Team
- Sets the vision for the company, brand, and discipline and
makes sure direct reports collaborate to achieve that
vision.
- Creates highperforming teams that maximize results for the
company.
- Holds others accountable for coaching team members on how
shared goals support company, brand, and discipline
success.
- Reconciles competing expectations and priorities among regions,
brand, and discipline teams.
- Recognizes achievements that support the company, regions,
brand, and discipline.
Driving for Results
- Creates an environment that encourages excellence, innovation,
and strong business performance.
- Partners with Continent, brand, and discipline leaders to
develop strategies that align with company directives, account for
industry and market trends, and promote business success.
- Establishes performance standards and monitor's
progress.
- Leads brand, discipline, and/or programlevel financial
critiques and audits to ensure compliance with business goals and
operating budgets.
Strategy Execution
- Leads brand, discipline and programlevel strategic planning,
budgeting, and goal setting.
- Determines strategic business requirements and coordinates with
internal and external partners to secure resources needed to
complete the work.
- Works toward achieving longrange business objectives, taking
into account available resources and constraints.
This position offers health care benefits, dental, vision 401(k)
plan, paid time off life insurance, disability coverage, other life
and work wellness benefits and may include incentive compensation.
Benefits and incentive compensation may be subject to generally
applicable eligibility, waiting period, contribution, and other
requirements and conditions. The salary for this position begins at
$100,000 annually.
Innkeeper Hospitality Services LLC is an equal opportunity
employer.We believe in hiring a diverse workforce and sustaining an
inclusive, people-first culture.We are committed to
non-discrimination onanyprotectedbasis, such as disability and
veteran status, or any other basis covered under applicable
law.
Innkeeper Hospitality Services LLC is a small majority owned
business. with more opportunities for associates to grow and
succeed. We believe a great career is a journey of discovery and
exploration. So, we ask, where will your journey take you?
Qualifications
Keywords: Inn Keeper Hospitality Services, St. Louis , Vice President of Sales and Marketing, Executive , Saint Louis, Missouri
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